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Diligent is seeking an Account Executive for Strategic Accounts based in Munich to drive revenue growth and deepen customer engagement with their AI-powered governance, risk, and compliance (GRC) SaaS platform. This is an individual contributor role focused on expanding product adoption among existing customers and acquiring new enterprise clients in complex, longer-sales-cycle accounts within a designated vertical or territory.
You will be responsible for the full sales cycle—from prospecting and pipeline management to deal closure and accurate forecasting. Key responsibilities include building deep product expertise, adopting a solutions-selling approach tailored to customer needs, developing and executing account plans aligned with revenue targets, and coordinating cross-functional sales stakeholders to drive integrated wins. You'll act as a trusted advisor, leading account planning, fostering internal collaboration, and leveraging your expertise to elevate both customer success and revenue outcomes.
You will develop specialized business plans for customers, present them to generate new opportunities and upsells, and maintain a feedback loop with product management to communicate customer pain points. You'll demonstrate sales excellence using Diligent's approved sales methodology, effectively utilize sales tools and Salesforce to manage leads and bookings, and maintain accurate forecasts and reporting.
Required qualifications include 4+ years of success in account management, new business acquisition, and exceeding revenue targets—ideally in highly regulated industries, SaaS, or the GRC space. You must have proven experience with sales methodologies such as MEDDIC, Challenger, and Command of the Message. Strong skills in building trust with senior leaders, exceptional presentation and negotiation abilities, and the capacity to align technology solutions with business objectives are essential. You should be self-motivated, results-driven, and passionate about continuous learning. Fluency in both German and English is required.
